BIC World is seeking a well-driven and consistent person to join their team as the Sales Director/ Head of Sales
About the job
Lead Business Development Function:
- Manage, Mentor and support national sales team to drive customer acquisition and ensure consistent volume & distribution growth
- Develop a pool of multi-skilled and high potential candidates for future expansion.
- Consistently analyze the business environment and market trends in the geography of responsibility (Nigeria) to develop the BIC brand penetration and market-share within the assigned geography.
- Sales Performance & Commercial Strategy:
- Achieve target volume and revenue goals through effective sales management and strategic account development.
- Deliver sales operational excellence in Nigeria by category, region, channel and customers through an aligned business plan
- Grow business partnership with the local distributors in the regions to find innovative and efficient ways to expand distribution for BIC products
- Identify and harness business potential and opportunities in new geographies, products, channels and customers.
- Reporting & Analytics:
- Provide regular performance reports to the General Manager, including updates on key business metrics, customer acquisition metrics and long-term growth forecasts.
Functional Role
- Responsible for the growth of LSNL/BIC business in Nigeria
- People Development and capability building
- Develop a business plan for BIC customers in assigned geography
Responsibilities
- Achieve LSNL/BIC business objective for total country; Sales Target (Volume and Value) and aligned Business Development initiatives
- Develop Business Plan for Nigeria and the Joint Business Plan (JBP) for each customer in the territory.
- JBP: regularly review with the Customers, their performance and contribution in line with Joint Business Review template.
- Develop new sales opportunities within assigned geography (Nigeria).
- Communicate business priorities to customers and ensure realization of Marketing objective in the country.
- Ensure structure and due process in the generation of sales orders and ensure prompt cash collection payment in line with AR objectives.
- Effective liaison between customers with the relevant stakeholders (Finance, Supply Chain, Marketing and Manufacturing) to guarantee volume growth and customer satisfaction.
- Create and manage a database of all customers, Traditional Trade, Corporate and Modern Trade Customers with the relevant personnel
- Ensure price and distribution compliance in the market
Market Intelligence
- Regular field visits to understand and analyse local market trends for each product category (Stationery, Shavers, Lighters, and Other Products)
- Scope of the analysis: Distribution network, Customer analysis, BIC positioning, Competition analysis (price, product, distribution, promotion), Anti-counterfeiting surveillance, etc.
Business Development
- Develop and support local distributors
- Train and support local sales team: product knowledge, field visit
- Respond to and follow up sales enquiries & orders
- Plan and prioritize personal sales activities and customer/prospect contact
- Lead and manage the distributor relationship with Key Accounts
- Follow up implementation of agreed marketing plans in close cooperation with BIC Marketing Manager
- In Market Sales (IMS) analysis
Key Performance Indicators
- Achieve sales targets (volume and value)
- Number of new customers and channel execution in white spot areas
- Frequency of orders and cash collection
- Service level (speed of delivery)
- Strong Numeric and Weighted Distribution and retail coverage (plus new channels)
Requirements
- Relevant experience in sales and business development functions especially within FMCG sector
- Perfect knowledge and use of Microsoft operating system especially Power-Point & Excel
- Business and results oriented with proven communication & negotiation skills
- Proven Commercial Expertise: demonstrated ability to lead and grow business development function with a track record in customer management, relationship building and distribution expansion.
- Strong leadership capabilities with experience managing a team of sales managers, mentoring and driving team performance
- Highly adaptable with the ability to work in a fast-paced, dynamic environment, taking initiative and energizing others.
- Advanced understanding of commercial metrics and business development strategies, with experience in driving distribution & market share growth.